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Qualifying and Sales Process

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Jan 11, 2013 6:27 pm

Hi all, Im a rookie looking for some help

Could you guys kindly give me some good ways that you qualify your prospects before setting an appt?

Also, how does your sales process evolve? I am starting to develop my own but I believe you all could provide further exertise. I'm in an office with all senior advisors complacent with their books and so no one has any prospecting advice  to offer. Thanks a lot

Jan 11, 2013 9:18 pm

If you are a rookie your qualification process should be to make sure the person has a pulse.

Jan 12, 2013 5:38 pm

One way to approach it is to set a number you like - 100k, 2mil - 20 bucks, etc. Then ask the qualifier.
“The people I work with usually have at least 20 bucks …or 500k . Does that describe your situation?”

Jan 13, 2013 10:57 am

The purpose of qualifying is to not waste your time. period. Think of things that will waste your time. Not interested, not enough money, not a good time etc… Don’t waste your time…appointments and even call backs are a complete waste if they aren’t qualified. Most people qualify hard for minimum, personally I don’t, I qualify hard for interest. If they aren’t excited they aren’t contacted, it’s really that simple. Spend your time contacting 100s upon 100s to find the excited. Ask questions in your script, ‘is this something you’ll want’? Gauge for tone… chasing lame ducks can ruin a career quickly, qualify based on common sense, don’t make it complicated.